building B2B demand
from 4 meetings with Schneider
B2B Marketing and Account Based Marketing
I bring in the accounts your company wants to sell to
While the market buys clicks, I research, choose and win over the companies that actually buy from your sales team.
What nobody tells your sales director
Your team doesn't need more leads. It needs the right accounts.
The math of mass marketing
If you talk to everyone, you sell to no one.
Why sales rejects your leads
In B2B, one person doesn't buy. A committee does.
The method
How an account is won
- 1
Research
I define the ideal customer profile with real data: industry, size, buying moment and intent signals.
- 2
Choose
Out of the whole market, only a few accounts remain. The ones with the problem your company solves.
- 3
Map the committee
I find who decides, who influences and who signs. Each one has a different reason to buy.
- 4
Personalize
Content built for one person, not for a segment. On the channel where that person reads it.
- 5
Open the door
The conversation comes from interest, not pressure. Your sales team walks into a meeting that is already warm.
Schneider Electric case
When you choose the right account, four meetings are enough
In-depth research on every account and a portal where each piece of content was built for a single prospect. We worked as one more department of the company, with its own corporate email.
Success stories
Results with real names
Real clients telling what happened. Press play.
Reviews
They say it, not me
8 five-star Google reviews and 8 Facebook recommendations from companies I advised with Shammah and as a consultant.
Watch video testimonialsThe original screenshots
Blog
What I think about B2B marketing
Ideas, guides and mistakes I see every day in companies that sell to other companies. Written in Spanish for decision makers.
See all 42 articles
Bogotá → JapanProfile
A Colombian leading marketing at a Japanese company
Today I am head of marketing at Contec, a Japanese industrial technology company. I bring the discipline of a Japanese company and the creativity I learned building demand in Latin America to every strategy I design.
- Experience
- 16 years in marketing
- Specialty
- Account Based Marketing and B2B marketing
- Today
- Head of marketing at Contec
- Founder
- Grupo Goshén: Goshen Solutions, Shammah and Inbound4all
Speaker and professor
On stage and in the classroom
Tell me who you are and I'll tell you how I can help
Strategic consulting
I design your ABM and B2B marketing strategy with you and stay with your team until it works. Account research, messages for each buying committee and real alignment between marketing and sales.
I want consulting- B2B demand assessment
- Target account list and buying committee
- Personalized content plan
- Implementation with your team
In-company workshops
Hands-on training for marketing, sales and service teams. Real cases, tools they use the next day and a program built around your company goals.
I want to train my team- Account Based Marketing for sales teams
- Aligned marketing and sales
- Data and demand measurement
- Assertive communication with B2B clients
Keynotes
Talks that shake up how your audience thinks about marketing and complex sales. Examples from real companies and one clear idea people take home.
I want a keynote- Hyper-personalization: selling without the pitch
- Why sales rejects your leads
- The end of mass marketing in B2B
- Formats: keynote, panel or workshop
Teaching and programs
Classes, modules and continuing education programs from someone who does the work every day, at five universities in Colombia and Peru.
Let's talk about a program- Strategic marketing
- Account Based Marketing
- Inbound marketing and sales
- Graduate and continuing education modules
Which account do you want to win next?